We’ve also discussed how to run the exploratory session, what to include in your presentation, how to further qualify them, and how to get a verbal commitment from them as to what package they would like.

That leads us to the final puzzle piece in our 3-step process for selling more services: The Close.

The Goal of the Closing Session

Remember, leaving the Exploratory step, you should have already gotten a “proposal run-through” session scheduled.

They should have verbally agreed to a particular package or said they’ll discuss with their team which package is best for them.

That’s this step.

On the back-end, we call it the “Close”, but we tell leads that it’s the “Proposal Run-Through Session” for the sake of sounding less salesly. (Would you attend a meeting called “The Close”?)

The goal of this session is to do a LIVE run-through of a proposal for the package that they verbally committed to.

Side-note:

This shouldn’t take more than 30 minutes.

How to Structure The Close

This final step must be in-person or over video, so you can share your screen. They have to be able to view the proposal LIVE – or in real-time.

Having an editable version of the proposal on your screen will allow you to make final changes to the document right away, rather than playing email-tag.

Once you reach the bottom of the document, you’ll ask them if they’re ready to move forward.

If they say yes, you’ll send the document to them right then and there so they can sign it NOW. (Occasionally, they’ll want to still look it over. If so, that’s ok. You’ve take them as far as you can on your end.)

If they say no, you’ll need to re-evaluate your process and qualifying along the way. If they made it this far, they know the pricing, they see the value and they want to work with you.

But occasionally this does happen. If it does, dig to the root of the objection (price, resources, timeframe, etc.) and try to negotiate any last-minute items.

We’ve only had this happen a handful of times.

Final Thoughts

Selling services can be tough without proper systems in place.

If you’ve read all three steps in this series, you should have some new ideas on how to sell more services.